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| Identifying and executing on cross sell |
Page No. : 20
Total No. of Figures/Tables: 10
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ABOUT THIS REPORT
Cross selling efforts have been intensifying across the industry during the current credit downturn, moving from a product centric approach to a consultative one, helping customers with their financial needs. Focusing on cross sell, however, should lead to needs based selling and increase the value of the overall relationship. It should not be focused on the view of the customer, a product or channel priority. With cross sell ratios among banks in Asia Pacific still below 1.5 on average the key element of success in cross sell is identification and execution. This report identifies how the business architecture influences cross sell initiatives, and how staffing models and performance metrics have to be configured to achieve needs based selling. It evaluates current marketing and portfolio mining efforts and identifies key infrastructure elements that contribute to achieving higher cross sell. It also identifies important point of sales and product bundling efforts that can drive profitability.
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